{"id":374,"date":"2016-10-24T13:10:14","date_gmt":"2016-10-24T17:10:14","guid":{"rendered":"http:\/\/whatsyourpoint.mobi\/?p=374"},"modified":"2025-06-05T22:49:26","modified_gmt":"2025-06-06T02:49:26","slug":"clients-demand-pay-attention-earn-trust","status":"publish","type":"post","link":"https:\/\/www.thecatalyst.com\/blog\/clients-demand-pay-attention-earn-trust\/","title":{"rendered":"Clients Demand: Pay Attention To Earn TRUST"},"content":{"rendered":"<h1><strong>To engage and hold the attention of a prospect or client, professionals must first PAY ATTENTION.<\/strong><\/h1>\n<h2>The media and marketing are committed to distraction, interruption, and redirection to achieve their goals, not your client\u2019s.<\/h2>\n<p>The more information, phone time, and social media noise distracting a prospect or client, the less of their attention there is to apply to the client problem you expect to solve. <strong>Ignore this attention-diverting context, and you won\u2019t be prepared <\/strong>for success with clients who are distracted from making decisions and commitments.<\/p>\n<h2><strong>To ramp up your \u201cattention paying\u201d and attention receiving:<\/strong><\/h2>\n<p><strong>1. Tailor to Earn Trust:<\/strong> Your approach, delivery, and service design may have worked before smartphones took over. Now, changes may be necessary to <strong>counterbalance the level of information overload<\/strong> your client is operating under or coping with each day. For instance, you may prefer one phone call or meeting to cover everything that you need said, concluding with the client signing on-the-dotted-line and buying your product or service. What\u2019s the client\u2019s preference? Today, many clients need more time and different methods of information delivery to become confident enough to buy. Others may want to take themselves through the sales process online with opportunity to search out details, alternatives, and reviews as they go. What learning tools do your target clients prefer: video, audio, experiential?<\/p>\n<p><strong>2. Concentrate to Earn Trust:<\/strong> It\u2019s not only paying attention to your client that matters, but demonstrating that you\u2019re concentrating. <strong>Reduce your level of distraction to elevate concentration.<\/strong> Put down your phone. Eye contact matters. Ask for details; listen constructively to client answers by taking notes; think about the points they make; analyze what\u2019s missing; ask for details to clarify needs and gaps that your product or service is designed to fill. <strong>Every time the client has to repeat something to you<\/strong> or remind you that their earlier answer dictates their response to subsequent questions, you\u2019re not earning trust <em>and<\/em> you may be losing accumulated trust.<\/p>\n<p><strong>3. Prepare to Earn Trust:<\/strong> Take-away content in print, audio, video, digital, or email form may give the prospect or client confidence in your sincerity. During a meeting, give them time alone to review the details and decisions involved. This focused attention may be all they need to sign up. <strong>Prepare a client-centric sales or consulting process that incorporates follow up, product\/service customizing, client satisfaction, and above-average results for the client.<\/strong> This may mean tweeking your pre-smartphone sales or consulting system or completely overhauling your existing process so it\u2019s smartphone-friendly.<\/p>\n<h2><strong>The smartphone changed everything. Review how you changed the way you do business to accommodate this communication revolution. What more needs to be done?<\/strong><\/h2>\n<p>Pay attention: What have you taken for granted with respect to prospects and clients?<\/p>\n<p>Source: &#8220;<a href=\"https:\/\/www.thecatalyst.com\/wyptbook.htm\">What&#8217;s Your Point? Cut The Crap, Hit The Mark &amp; Stick!<\/a>&#8221; by PJ Wade<\/p>\n<p><strong>Back to HOME&#8230; <a href=\"https:\/\/www.thecatalyst.com\">TheCatalyst.com<\/a><\/strong><\/p>\n","protected":false},"excerpt":{"rendered":"<p>To engage and hold the attention of a prospect or client, professionals must first PAY ATTENTION. The media and marketing are committed to distraction, interruption, and redirection to achieve their goals, not your client\u2019s. The more information, phone time, and social media noise distracting a prospect or client, the less of their attention there is [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[15,72,6,21],"tags":[],"class_list":["post-374","post","type-post","status-publish","format-standard","hentry","category-box-free-thinking","category-client-retention","category-leverage-your-expertise","category-on-point-communication"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.6 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Clients Demand: Pay Attention To Earn Trust<\/title>\n<meta name=\"description\" content=\"To engage and hold the attention of a prospect or client, professionals must first pay attention. 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